得寸进尺法

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得寸进尺法(Foot-in-the-door technique)是一种通过先提出一个简单的小请求来说服被劝说者同意一个较大请求的劝说方法。[1][2][3]

参考资料[编辑]

  1. ^ Freedman, J.L. & Fraser, S.C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
  2. ^ Burger, J. M. (1999). The foot-in-the-door compliance procedure: A multiple-process analysis and review. Personality and Social Psychology Review, 3, 303-325
  3. ^ Dillard, J. (1990). Self-inference and the foot-in-the-door technique: Quantity of behavior and attitudinal mediation. Human Communication Research, 16, 422-447

扩展阅读[编辑]

  • Brehm, S.S., Kassin, S., Fein, S. (2005) Social Psychology 6th ed. New York: Houghton Mifflin Company.[页码请求]
  • Freedman, J.L., & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique".Journal of Personality and Social Psychology, 4, 195-202.